Manager, Commercial Sales

Cribl, Inc • Olympia, WA • 2h ago

B2B SAAS data observability software. Cribl does differently. What does that mean? It means we are a serious company that doesn't take itself too seriously; and we're looking for people who love to get stuff done, and laugh a bit along the way. We're growing rapidly - looking for collaborative, curious, and motivated team members who are passionate about putting customers first. As a remote-first company we believe in empowering our employees to do their best work, wherever they are. As the data engine for IT and Security many of the biggest names in the most demanding industries trust Cribl to solve their most pressing data needs. Ready to do the best work of your career? Join the herd and unlock your opportunity. Why You'll Love This Role As a Manager, Commercial Sales at Cribl, you'll lead, support, and inspire a diverse team of geographically aligned Commercial Sales Representatives. Your focus will be on attracting top talent, nurturing growth, and empowering your team to excel in both new logo acquisition and account expansion-consistently exceeding ambitious quarterly and annual goals. This is more than a leadership role; it's a unique opportunity to shape the next phase of Cribl's Commercial GTM playbook and fuel Cribl's continued growth. As An Active Member Of Our Team, You Will...

Own the Commercial sales strategy and execution for your assigned sub-region

Recruit, develop and lead a team of 5-7 Commercial Sales Representatives

Drive a repeatable new logo and expansion motion across mid-market and upper mid-market customers, aligning with Cribl's segmentation model

Run an accurate weekly forecast, with clear upside, commit, and risk views; hold your team accountable to opportunity hygiene and SFDC discipline

Contribute to forecasting, territory design, and annual planning for the Commercial business

Manage and maintain sales ecosystem from generating leads through closing

Partner with Channel to activate partners for Commercial accounts (roadshows, events, co-selling, deal reg, and joint pipeline generation)

Be part of a proven leadership team and play a key role in developing the GTM. Reporting to the VP of Commercial Sales

We are a remote-first company and work happens across many time-zones - you may be required to occasionally perform duties outside your standard working hours

If You've Got It - We Want It

7+ years of experience in enterprise / commercial field sales for SaaS, security, observability, data, or infrastructure software

3+ years of experience leading quota-carrying field sellers in a regional or segment leadership role (RD, first-line Director, or equivalent)

Proven track record of hitting or exceeding ARR and new logo targets in a high-growth environment

Demonstrated ability to lead in a remote-first, distributed organization with cross-functional stakeholders across time zones

Experience selling into IT, Security, and/or Operations personas and navigating complex technical and economic buyers

Strong sales process discipline: opportunity qualification, pipeline inspection, deal reviews, and forecast accuracy

Strong coaching and talent development skills-you've successfully developed ICs into top performers and future leaders

Alignment with and enthusiasm for Cribl's values and our mission to unlock the value of all observability and security data.

Ability to travel 25-40% of the time for customer and prospect meetings, regional events and partner activities, and internal offsit

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